David A. Fields Consulting Group It’s easy to imagine your consulting firm’s worst nemesis is a competitive consulting firm, a procurement department, your prospects’ internal staff, or gingivitis.
However, the biggest threat to your consulting firm’s growth is much closer to home and much more personal. (Well, not closer and more personal than gingivitis.)
There’s a problem you confront over and over as you strive to grow your consulting firm. It’s the issue you butt up against, wrestle with, and consistently struggle to surmount.
Pause for a moment and consider that one growth problem your consulting firm faces most often.
Now, what causes that problem?
Fear.
You can’t help but crash into your doubts over and over again, because, by definition:
Your current fears dictate your current limits.
That’s why your consulting firm’s greatest threat isn’t outside the firm.
You, your consulting firm’s leader, tether your firm to your concerns, uncertainties and worries.
My team and I quickly cataloged a score of anxieties we commonly see among consulting firm leaders—fears that are unintentionally sabotaging their efforts to grow.
Below are five from our list.
Failing Hard
Pivoting a central element of your consulting firm (e.g., target market, offering, messaging, org structure) can feel like admitting you were wrong. Unpleasant, but not debilitating.
However, if whatever you pivot to also doesn’t work, that could cast (self) doubt on your judgement and ability to lead.
That fear of serial failure stops many leaders implementing bold, necessary changes at their firms.
Missing Opportunities
FOMO causes all manner of unintended problems for consulting firms, from taking on bad clients to investing in poor marketing strategies.
The fear associated with not saying Yes to an opportunity can divert your consulting firm’s attention and resources, diminishing your growth prospects.
Losing a Key Client
Anchor clients sustain your consulting firm and create financial stability.
However, anchors also hold you in place.
Fear of losing a large, legacy client can cause you to avoid fee increases, allow scope-creep, resist beneficial staff redeployment, and even turn away better clients.
Suffering Rejection
Rejection’s never fun.
However, unless you can embrace rejection, your consulting firm will tiptoe toward higher fees rather than jumping in full throttle.
You’ll promise anything to prospective clients rather than holding your ground with a firm, “No.”
Facing Ridicule
Boosting your consulting firm’s reputation and renown requires you to visibly stake out a controversial position or broach a provocative topic.
When you take that step, you’re bound to attract naysayers, doubters, skeptics and nincompoops.
Said otherwise, if you never hear from killjoys then your consulting firm isn’t taking a leadership stance that will attract a raft of new prospective clients.
The five fears above barely scratch the surface of consulting firm worries.
What other fears do you think hold back consulting firms? (Other than the obvious: running out of chocolate.)
Text and images are © 2025 David A. Fields, all rights reserved.
So true. I would also add that fear often leads to comparing our success to that of others, which only amplifies fear and the other challenges you mentioned in your post. Thanks for sharing this!
Well said, Gaby. It’s a vicious cycle–comparing ourselves to others leads to discontent and fear, which can fuel more comparisons. Part of the insidious nature of fear is that it can lead us to take actions which perpetuate fear.
Thank you for adding that wisdom to the discussion, Gaby!
FOMO is a big one!
Indeed it is, Lora. FOMO is a major distraction too! I’m glad you gave into the fear of missing out on the value in today’s article, though! 😉
you nailed it, those are the big ones. regarding scope creep, the more you do for others, the more they expect. need to set the tone from the beginning and not flinch. everything incremental add on provides value and needs to be priced accordingly. lastly, its been a very long time since I heard the word “nincompoops”!
Frank, you’re providing an excellent example for other consultants to follow. Not flinching is difficult when fear gnaws at you, and seeing a consultant like you achieve success by holding firm gives others confidence to do the same.
Thank you for chiming in and being an exemplar.
Wonderful article as always, David. You have a knack for getting to the essence of an issue. And your pithy style is much appreciated. 🙂 The one that caught my attention was facing ridicule. Hadn’t considered that one – but it makes complete sense!
Have a great day.
As consultants, we’ve (ideally) learned that our clients’ decisions are driven by emotions such as the desire for status or anxiety over loss of face; however we forget that we, too, are ruled by deep emotions. Fear of being ridiculed is definitely a common, if hidden, driver in consulting.
Thank you for your kind feedback, Nancy, and for contributing your thoughts to the discussion.
I think one fear that has affected me on and off during my life is fear that you should be ahead. i.e. “At age X, I should have achieved Y”, causing me unnecessary stress, and causing me to take on too much, resulting on subpar results and burnout.
Wow, Praveen, that amount of pressure to succeed would wear anyone down. Good on you for recognizing the problem, which positions you to respond to your inner voice, “No, I’m exactly where I need to be right now.”
(Your comment reminded me of one of my father’s favorite lines after asking a youngster his age. “Five?!” he’d exclaim in response to the child holding up five fingers. “You should be ashamed of yourself. When I was your age, I was already 13!” Imagine the number of children my Dad must have scarred for life. 😉)
I very much appreciate your vulnerability, Praveen, and your willingness to share with me and other readers.
Fear = False Expectations Appearing to be Real. I find starting with gratitude, thanking my clients and lifting up my team moves all of us into expectancy. A powerful place allowing us to be open for what is next. Thank you David.
One of my favorite acronyms, Molly! (I’ve heard/used it as False Evidence Appearing Real)
Yes, living in a spirit of generosity and abundance makes life better and consulting more enjoyable. Alas, for those of us who are hardwired with a scarcity mindset or a hair-trigger alarm response to the world, overcoming fear takes focused attention and intent.
Thank you for reminding me and others of F.E.A.R., Molly!